Tag Archives: sales management

How to Get People to Show Up for Your Sales Meetings

By Jeff Beals

Does this describe the sales meetings at your company?

It’s 10:06 a.m. on Tuesday and people are still strolling in for the start of your standing 10:00 sales meeting. Those who are already seated, including the vice president of sales, are chatting about what they did last weekend and in no apparent rush to get things underway. When the meeting finally does begin at 10:08, half the people are on their phones reading emails or playing games.  Several other attendees didn’t bother to show, claiming they had “important client meetings.” 

The meeting bounces from one topic to another with a lot of interruptions and spontaneous, tangential conversations.  When the meeting finally ends – seventeen minutes past the scheduled time – attendees bolt out as fast as they can, grumbling to each other about how much time they just wasted.  One sales rep says to another, “That’s an hour of my life I’ll never get back!”

Sadly, the above passage describes way too many sales meetings at way too many companies.  And that’s why attendance at sales meetings is often not so stellar, and those sales reps who do show up are often sitting back in their chairs, rolling their eyes and not engaging in the meeting.

Sales reps generally dislike their sales meetings, but that’s because meeting leaders typically don’t put enough effort into those meetings.  If you’re the sales leader, it’s up to you to make your meetings useful and desirable. That’s especially true if your sales reps are independent contractors and legally can’t be “forced” to attend.

Do you want people to attend your sales meetings?  Do you want sales reps to be more engaged and contribute more during the meetings?  If so, I have some help for you:

See It Through their Eyes – Always try to see your meetings through the attendees’ eyes.  When you view the agenda from the sales reps’ eyes, you can assess the meeting’s strengths and weaknesses. In order to increase the attendance at and participation in your sales meetings, make the meetings valuable to the attendees. As a sales leader, you don’t define what the attendees value; they do.

No B.S. Zone – Be as honest and transparent as possible regarding company policies, changes in the commission structure, and new product launches. Try to establish a “No B.S. Zone.” Sales reps hate hearing a bunch of politically correct corporate double-speak from their sales manager.  Sure, there are some things you are not at liberty to discuss with sales reps, but with everything else, be an open book.  The sales reps will trust you more and become more engaged in all facets of the company.  Too many organizations are unnecessarily tight-lipped about non-essential things.

Skillful Facilitation – The person who leads the sales meeting must have good facilitation skills, which means he or she is fully present and in charge of the meeting. A competent meeting facilitator is inclusive-but-assertive, meaning he or she makes sure all people are involved in the discussion but has the discipline necessary to keep the meeting on schedule.  The facilitator should always be on the lookout for an excuse to publicly praise individual sales reps in front of the whole group. A good sales leader sees the facilitation of sales meetings to be an art, carefully balancing the agenda/business side of the meeting with humor and light heartedness.

Free Stuff – Everyone likes to receive something for nothing.  Periodically give away some company swag, such as t-shirts or coffee cups with the company logo. Free food also helps.  Some companies provide coffee and doughnuts at their sales meetings. Other companies will periodically reserve a room at a nearby restaurant and provide breakfast or lunch for the whole sales team.

Rotating Facilitators – Once in a while, it might make sense to have one of the sales reps lead the weekly meeting.  Periodically offer one of the normal attendees to be guest facilitator. Let him or her design their own agenda.  Having one of the reps act as guest facilitator would be fun and a nice change of pace for everyone.

Outside Speakers – Meeting attendees tend to listen more intently when someone outside the company is presenting.  Just like the rotating facilitator advice above, it’s a change of pace. What’s more, high-quality speakers provide valuable information that will help sales reps be more effective and close deals faster.

Book Club – Find a well-written book about sales techniques or industry content and provide a copy to each rep.  Assign one chapter a week and then take a few minutes to discuss that chapter during the meeting.  Discuss how the book content relates to your company’s work.

Team Building – It might make sense a couple times a year to cancel the weekly sales meeting. In its stead, schedule a bonding activity such as an outing to a go-cart-racing track, golf course or game arcade.  You could also consider hiring a retreat leader and going through a structured team building exercise.  If you choose to do a facilitated team building exercise, it is better to do it off site rather than inside your office.

Welcome the Newbies – Always take time to introduce newcomers to the sales team.  Give rookies a chance to introduce themselves and give an overview of their career backgrounds.  Then go around the room and have all the existing sales reps share their name, work function and length of tenure at the company.

Recruitment Tool – If you have a well-organized sales meeting with engaged attendees, you have a nice recruitment tool.  If someone is thinking about joining your team, let them observe a sales meeting (assuming you are not going over confidential internal information that week).  Most existing sales reps will be even more alert and active in the meeting if they have a prospective colleague present.

Leave Them Wanting More – In the end, the meeting should be a positive, enjoyable experience filled with valuable information that helps attendees be more successful.  But don’t go too long. A great meeting is even better when it ends on time.

Next time, it will be Part II of “How Can You Get People to Show Up for Your Sales Meetings,” in which I will discuss what should actually be on your meeting agenda. Stay tuned!

Jeff Beals shows you how to find better prospects, close more deals and capture greater market share.  Jeff is an international award-winning author, sought-after keynote speaker, and accomplished sales consultant. A frequent media guest, Jeff has been featured in Investor’s Business Daily, USA Today, Men’s Health, Chicago Tribune and The New York Times.”

Here’s Why Should You Choose Jeff Beals as Your Next Speaker:

“Jeff Beals has presented four different topics at five of our internal events in 2016. At each event, the audience of commercial real estate principals and agents was completely engaged and motivated the entire time. Jeff facilitates his training sessions in such a way that each member of the audience was able to relate and understand how to apply it every day in the field. Jeff is brilliant, and we have hired him to continue speaking at our events in 2017!” – Lindsay Fierro, Senior Vice President, NAI Global, New York, NY

“Your workshop was a huge experience for our attendees by giving them the opportunity to improve their work in the critical environment in which we are living today. Your talent as a speaker and your qualities as a person made the difference during your time with us. I would certainly recommend you to anyone who asks.” – Ana Paula Costa, Educational Planner, Febracorp, Sao Paulo, Brazil

I’m in Phoenix and had breakfast earlier this morning with our semi-retired sales representative who is doing some continued work for us here.  He attended your sales meeting last week and told me that in 43 years of selling, you were the best he had ever heard.  Thanks for a great experience.” – Drew Vogel, President & CEO, Diamond Vogel Paints, Orange City, IA

“Our corporate partnership team had great takeaways regarding how to network smarter while also understanding the importance of our personal brand to current and prospective partners. Jeff does a great job weaving in real-world examples and how you can apply his teachings to growing your business and building long-term partnerships.” – Jason Booker, Senior Director of Corporate Sponsorships, The Kansas City Royals Major League Baseball Team

+1-402-637-9300

info@jeffbeals.com

How Can You Become a Top Producer?

By Jeff Beals

Take a moment and think back to your college days.

Whether you studied business, public administration, the social sciences, or any number of other academic disciplines, chances are good you read about Maslow’s Hierarchy of Needs.  Psychologist Abraham Maslow (1908-1970) argued that in order for a person to achieve greatness, he or she must have certain needs met. The needs can be ranked or organized into a hierarchical pyramid.

After a person has satisfied simpler needs, he or she is ready to pursue higher-level behavior until eventually reaching “self-actualization,” the pinnacle of human existence. Self-actualized people pursue intellectual curiosities. They are focused on personal growth, achievement and advancement. They constantly seek new challenges and although they thoroughly enjoy their victories, the joy of success only motivates them to conquer something grander.

Self-actualized individuals not only enjoy life more, they are typically more successful than everyone else.  If you want to experience life at the top of the pyramid, here are a few top-producer characteristics, in the spirit of Maslow, you might want to adopt:

Autonomy – They are independent, and despite having healthy relationships with other people, they tend to be self reliant.

Acceptance – They accept other people as they are and the surrounding world as it is.  In other words, self-actualized people don’t waste time on things outside their control. They find beauty and wonderment in our everyday world.

Privacy – They have a strong appreciation for privacy. Self-actualized people want time to think and contemplate. They focus heavily on their most significant personal relationships and “go deep” with a few people instead of having lots of superficial friends.  That said, they are often well known and admired by many people. They have deep feelings of empathy for humanity but they are often undisturbed by things that upset ordinary folks. They can help other people without getting too emotionally involved and allowing themselves to get pulled down.

Creativity – They are good at coming up with new ideas and place great importance on new ways of looking at existing things.

Action – They like to get things done once the decision is made. When you have so much going on in life and so many exciting things in your head, you don’t want to waste your precious time on this earth as a procrastinator.

Realistic – They see things as they are.  They’re not easily fooled or unrealistically idealistic.  They are also very good at seeing through phony and dishonest people.

Humor – Their sense of humor is spontaneous, thoughtful and intrinsic to the situation. Their humor steers away from hostility, superiority, and sarcasm.  In addition to a philosophical sense of humor, self-actualized people have a great deal of spontaneity.

Ethics – They are highly ethical. They clearly distinguish between means and ends and subordinate means to ends.

Open Minded – They have a fresh appreciation for alternative ideas and avoid stereotypes. Their decision making is more democratic than autocratic, and they are not likely to discriminate against people from different backgrounds. Self-actualized people resist mindless conformity to popular culture or temporary political passions.

Spirituality – They are not always religious in a classic denomination sense, but they tend to be spiritual people.

Transcendence – Perhaps most important, they transcend their environment rather than simply coping with it. Self-actualized people shape the world rather than becoming victims of the world.

While Maslow says only 2 percent of the population will ever experience self-actualization, there’s no law that says the percentage can’t be higher.  And there’s no reason you can’t be one of the lucky few.

This message is a liberating one. Self-actualization, or however else you may define success, is always within your grasp. You can manufacture it out of seemingly nothing. To reach Maslow’s pinnacle, you need to adopt certain behaviors and beliefs and make them part of your daily life. You have total control of your life. Success starts with you and ends with you.

Jeff Beals shows you how to find better prospects, close more deals and capture greater market share.  Jeff is an international award-winning author, sought-after keynote speaker, and accomplished sales consultant. A frequent media guest, Jeff has been featured in Investor’s Business Daily, USA Today, Men’s Health, Chicago Tribune and The New York Times.”

Here’s Why Should You Choose Jeff Beals as Your Next Speaker:

“Jeff Beals has presented four different topics at five of our internal events in 2016. At each event, the audience of commercial real estate principals and agents was completely engaged and motivated the entire time. Jeff facilitates his training sessions in such a way that each member of the audience was able to relate and understand how to apply it every day in the field. Jeff is brilliant, and we have hired him to continue speaking at our events in 2017!” – Lindsay Fierro, Senior Vice President, NAI Global, New York, NY

“Your workshop was a huge experience for our attendees by giving them the opportunity to improve their work in the critical environment in which we are living today. Your talent as a speaker and your qualities as a person made the difference during your time with us. I would certainly recommend you to anyone who asks.” – Ana Paula Costa, Educational Planner, Febracorp, Sao Paulo, Brazil

I’m in Phoenix and had breakfast earlier this morning with our semi-retired sales representative who is doing some continued work for us here.  He attended your sales meeting last week and told me that in 43 years of selling, you were the best he had ever heard.  Thanks for a great experience.” – Drew Vogel, President & CEO, Diamond Vogel Paints, Orange City, IA

“Our corporate partnership team had great takeaways regarding how to network smarter while also understanding the importance of our personal brand to current and prospective partners. Jeff does a great job weaving in real-world examples and how you can apply his teachings to growing your business and building long-term partnerships.” – Jason Booker, Senior Director of Corporate Sponsorships, The Kansas City Royals Major League Baseball Team

+1-402-637-9300

info@jeffbeals.com

How to Hire the Best Sales Professionals

By Jeff Beals

What’s the number one indicator of future success?

Frequent past behavior.

Do you have responsibility for hiring sales professionals?  If you’re not directly responsible for hiring, do you have influence over which candidates are chosen for sales jobs?

If so, you need to see clearly and think deeply. Don’t be fooled by flash and glamour.  Instead, focus on the basics and carefully examine exactly what candidates have done in their previous work.

The way a person has frequently behaved in the past is probably how they will behave in future.  Study the past carefully.  Ask detailed and probing questions.  Ask uncomfortable questions.  Do your homework and use other sources to find information about a person before hiring them.

Extroverts vs. Introverts? 

I have two kids. My son is an extrovert, while my daughter is an introvert. People are naturally drawn to my son and he makes friends easily both with adults and other kids.  He’s charismatic. People will often say to my son, “You should be in sales like your dad!”

Why do they tell him such things?  Well, because most people assume successful sales professionals are gregarious and outgoing.  Stereotypically, salespeople are loud, confident and comfortable being the center of attention, the life of the party.  Salespeople are supposed to be extroverts, right?

Despite all the outward advantages my son has as a would-be sales professional, my introverted daughter may end up being better at selling than her big-personality brother. Why?  She’s a great listener and she remembers everything.

The single most important thing you can do if you want to be successful in sales is to discover exactly what your client values without making any assumptions.  The single best way to do that is to listen intently and get inside your client’s head.  Keep that in mind when you are looking for sales talent.

Now obviously, prospective salespeople do need some level of charisma, and it does take some confidence to pick up the phone and call a complete stranger.  But don’t discount the quiet, introspective and studious personalities.  They might have to push themselves to make the initial call, but they could very well end up having a higher closing percentage because would-be customers will like their sincerity and authenticity.

Hiring Sales Managers

What About Hiring Sales Managers? What about hiring the people who will lead your company’s sales team on a day-to-day basis?

The most important advice I can give you is don’t be blinded by talent.

Who is most commonly promoted to sales manager?  Someone who has done a great job as a sales producer. At first glance, that might seem like a good idea.

Many executives think great sales reps make great sales managers, but that is frequently not the case.  How can you tell?  Look outside their patently obvious skills and attributes and determine who has the capacity to organize, manage budgets, coach, motivate and discipline people.

Great salespeople, especially the naturals who haven’t had to work terribly hard to be successful, aren’t always good at teaching others how to be successful.  Similarly, star athletes don’t often make successful coaches if the game came easily to them during their playing days; they can have a hard time relating to players who struggle and need time to develop.

If you’re a sales leader, hiring is one of the two or three most important things you will do. You will be judged on the success of your people, so shoot for the moon when you’re hiring.

Don’t be intimidated and don’t let your ego get the best of you – surround yourself with people who are smarter and more talented than you are.  If you want to be a winner, surround yourself with winners.  Never hire anyone unless they are completely motivated to succeed and move up in the world.  Only hire salespeople and sales managers who play to win and are competitive.

You want sales professionals who are ambitious, and as long as they maintain their ethics, just a little bit greedy.

Jeff Beals shows you how to find better prospects, close more deals and capture greater market share.  Jeff is an international award-winning author, sought-after keynote speaker, and accomplished sales consultant. A frequent media guest, Jeff has been featured in Investor’s Business Daily, USA Today, Men’s Health, Chicago Tribune and The New York Times.”

Here’s Why Should You Choose Jeff Beals as Your Next Speaker:

“Jeff Beals has presented four different topics at five of our internal events in 2016. At each event, the audience of commercial real estate principals and agents was completely engaged and motivated the entire time. Jeff facilitates his training sessions in such a way that each member of the audience was able to relate and understand how to apply it every day in the field. Jeff is brilliant, and we have hired him to continue speaking at our events in 2017!” – Lindsay Fierro, Senior Vice President, NAI Global, New York, NY

“Your workshop was a huge experience for our attendees by giving them the opportunity to improve their work in the critical environment in which we are living today. Your talent as a speaker and your qualities as a person made the difference during your time with us. I would certainly recommend you to anyone who asks.” – Ana Paula Costa, Educational Planner, Febracorp, Sao Paulo, Brazil

I’m in Phoenix and had breakfast earlier this morning with our semi-retired sales representative who is doing some continued work for us here.  He attended your sales meeting last week and told me that in 43 years of selling, you were the best he had ever heard.  Thanks for a great experience.” – Drew Vogel, President & CEO, Diamond Vogel Paints, Orange City, IA

“Our corporate partnership team had great takeaways regarding how to network smarter while also understanding the importance of our personal brand to current and prospective partners. Jeff does a great job weaving in real-world examples and how you can apply his teachings to growing your business and building long-term partnerships.” – Jason Booker, Senior Director of Corporate Sponsorships, The Kansas City Royals Major League Baseball Team

+1-402-917-5730

info@jeffbeals.com

How to Navigate 7 Tricky Sales Conundrums

By Jeff Beals

More than 50% of sales reps do not make their annual quota, and most businesses produce revenue well below their production capacity.

What does this tell us?  We have a leadership void in the sales profession!

Good leadership is critical to success in any line of work.  Just this week, I sat through a speech by Jim Collins, author of “Good to Great.”  Collins argued that leadership is everything – that even in tough times and with scarce resources, great leaders can use dedication and fierce resolve to will their companies to success.

Sales departments are no different.  They need leaders with fierce resolve. Leading a sales team is not rocket science but it is not easy.  Great leaders are fixated on success and always finding ways to help their people be more successful.

Former U.S. President Dwight Eisenhower once described leadership as “the art of getting someone else to do something you want done because (he or she) wants to do it.”

The ancient Chinese philosopher Lao Tzu said, “A leader is best when people barely know he exists. When his work is done and his aim fulfilled, they will say, ‘We did it ourselves.’”

But leaders also have to get results.  The acclaimed management theorist, Peter Drucker once said, “Effective leadership is not about making speeches or being liked; leadership is defined by results, not attributes.”

Effective sales leaders drive revenue by empowering those who work with them to make decisions at the lowest level possible, while gathering and basing decisions upon quantitative facts which are interpreted and applied according to the leader’s experience and intuition.

That’s a mouthful, but what does it really mean?  Sales leadership is a dichotomous endeavor.  It requires you to balance seemingly contradictory things.

The 7 Dichotomies of Sales Leadership

  1. Sales leadership is both an art and a science.
  2. You must empower your people while requiring results.
  3. You must provide support while demanding accountability.
  4. You can’t allow staff to take advantage of you, but you should never lead by fear or intimidation.
  5. You must be a provider of data and forecasts as well as a teacher and counselor.
  6. You must be strategic and big-picture oriented but still accountable if your department allows details to fall through the cracks.
  7. You must produce impressive results while maintaining ethical standards.

How do sales leaders wrestle with these dichotomies and ultimately enjoy successful careers?

Strategy vs. Tactics

Effective sales leaders focus on developing strategy and casting vision.  In order to do this, they must create rock-solid systems of organization within the sales department.  It makes sense to automate as much of the process as possible.  For that portion of the sales process that can’t be automated, you need talented, committed sales managers who can supervise daily tasks.

Hire the Right People

Speaking of Jim Collins, he is also known for saying, “Get the right people on the bus.”  When hiring sales professionals, always look at their frequent past behavior. It’s the number-one indicator of future performance.  Go deeper in your due diligence on each prospective employee.

Avoid being blinded by great talent.  Just because someone is smart, extroverted and good-looking doesn’t mean they will do a good job of focusing on client value.

Put People First

Too many sales leaders barricade themselves behind closed office doors and barely glance away from their CRM screens.  While keeping up a firm grasp on sales data is important, don’t be analytical at the expense of your people-oriented responsibilities.

Regarding CRMs, it is important to enforce policies and procedures requiring sales personnel to update client and account information.  Obviously, the reports generated by CRM programs are only as good as the data entered.  That said, sales leadership requires you to strike a balance – make sure your people use the CRM properly, but never make them feel that serving the CRM is more important than serving clients.

Power to the People

Great leaders never micro manage their people.  Sure, they set expectations and demand that people perform, but they leave the “how” to individual sales reps. Want to know one of the most common reasons why leaders micromanage people?  Managers feel intimidated.  Don’t let your ego get the best of you.  If your surround yourself with people who are smarter and more talented than you are, you will eventually succeed.

In the end, if you want to be a high-producing sales leader, find good people, figure out what motivates them, give them the preparation, tools and resources they need, stretch them beyond what they initially believe they can do and support them along the way.

If you do that, you will balance all the ambiguity and dichotomies that come with being a sales leader.

Jeff Beals shows you how to find better prospects, close more deals and capture greater market share.  Jeff is an international award-winning author, sought-after keynote speaker, and accomplished sales consultant. A frequent media guest, Jeff has been featured in Investor’s Business Daily, USA Today, Men’s Health, Chicago Tribune and The New York Times.”

Here’s Why Should You Choose Jeff Beals as Your Next Speaker:

“Jeff Beals has presented four different topics at five of our internal events in 2016. At each event, the audience of commercial real estate principals and agents was completely engaged and motivated the entire time. Jeff facilitates his training sessions in such a way that each member of the audience was able to relate and understand how to apply it every day in the field. Jeff is brilliant, and we have hired him to continue speaking at our events in 2017!” – Lindsay Fierro, Senior Vice President, NAI Global, New York, NY

“Your workshop was a huge experience for our attendees by giving them the opportunity to improve their work in the critical environment in which we are living today. Your talent as a speaker and your qualities as a person made the difference during your time with us. I would certainly recommend you to anyone who asks.” – Ana Paula Costa, Educational Planner, Febracorp, Sao Paulo, Brazil

I’m in Phoenix and had breakfast earlier this morning with our semi-retired sales representative who is doing some continued work for us here.  He attended your sales meeting last week and told me that in 43 years of selling, you were the best he had ever heard.  Thanks for a great experience.” – Drew Vogel, President & CEO, Diamond Vogel Paints, Orange City, IA

“Our corporate partnership team had great takeaways regarding how to network smarter while also understanding the importance of our personal brand to current and prospective partners. Jeff does a great job weaving in real-world examples and how you can apply his teachings to growing your business and building long-term partnerships.” – Jason Booker, Senior Director of Corporate Sponsorships, The Kansas City Royals Major League Baseball Team

+1-402-917-5730

info@jeffbeals.com

The Only Sales Knowledge You’ll Ever Need

anthony-iannarino-book

By Jeff Beals

In his new book on selling, Anthony Iannarino asks readers to finish this sentence: “I sell ___.”

He then writes, “If you answered anything other than ‘outcomes,’ you are wrong. If you answered with your product, service or solution, your answer is so off the mark that it might destroy your ability to succeed in sales.”

Iannarino then goes on to quote the late economist Theodore Levitt, who said, “People don’t want to buy a quarter-inch drill. They want to buy a quarter-inch hole.” In other words, customers are purchasing desired outcomes even if they are technically purchasing the means of creating outcomes.  Those sellers who realize what they are truly selling have a tremendous advantage over the great mass of ordinary sellers who are obsessed with products and services, features and benefits.

Among 19 meaty chapters of non-stop sales wisdom, the above quotes illustrate perfectly just how much value you’ll find in Iannarino’s The Only Sales Guide You’ll Ever Need (Portfolio Penguin, 2016) which was just released a couple months ago.

Iannarino is an internationally acclaimed sales consultant and trainer as well as creator of one of the world’s most popular sales blogs.  In writing the book, he set out to explain why a small number of salespeople in any field are hugely successful, while the remaining common sales folk are mediocre or worse.

Some call it the “80-20” rule (and in some industries, it’s more like the “90-10” rule), but it’s essentially true – Twenty percent of sales people account for 80 percent of the business.  Everyone else is fighting over the scraps.  I certainly don’t want to dwell among the unexceptional 80 percent and hopefully you don’t either.

So, why the discrepancy among the haves and have-nots in the sales profession?  Iannarino’s answer is simple and straight forward – It’s all about the seller.  If you are in sales, you and you alone are responsible for your success and failure. In other words, you can decide to be a successful sales professional, and that decision is independent of product, service or industry.

Sales success, according to Iannarino, is not situational nor is about the market. It’s about the individual sales professional.  That leads us to a burning question: How do you make sure you’re part of the distinguished 20 percent?

The answer is divided into two parts which correspond to the two primary sections of Iannarino’s book: 1. your mindset, which includes beliefs and behaviors; 2. your skill sets.

The mindsets include self-discipline, positive attitude, competitiveness, resourcefulness, persistence and a few others. Once you thoroughly understand and adopt these mindsets, Iannarino says you can then start mastering the mechanics of selling.  Here are thoughts on just a few of his skill sets:

Closing Deals

Iannarino argues that selling effectively is all about gaining commitments.  You need to be an ethical and consultative seller while assertively asking for commitments. There are numerous mini closes in the buying process such as the commitments to devote time, to explore, to change, to build consensus, and to invest resources.  Each time you get a small commitment, you move the buyer closer to the finish line.

Prospecting

Never wait until you need to prospect as it should be something you do perpetually whether times are tough or you have so much business you can hardly keep your breath.  Regarding the art of prospecting, Iannarino says, “You can’t cram prospecting. It must be a daily discipline. Block out time every day.”  He also says, “Prospecting is a campaign, not an event. It’s a series of touches that lead to a conversation and an opportunity to meet.”

Business Acumen

In the olden days of selling, sales people got by as long as they had extensive product knowledge.  That’s becoming less important now, because so much information and so many reviews of products are available online. Innarino says today’s “dream clients” want salespeople who will partner with them and guide them to a better future.  Clients want trusted advisers.  In order to provide that kind of high-level value, you need business acumen.

How do you get business acumen?

Constantly read and study business, get mentors, play close attention to what clients say. Ultimately, you must know much more than what you sell. While this in some ways seems obvious, Iannarino says that business acumen is still rare in sales. Don’t worry so much about product knowledge that you don’t know enough big-picture stuff to help your clients truly improve their R.O.I.

In the end, successful salespeople stay ahead of their competitors in a dynamic selling environment.  Because of globalization and many other factors, Iannarino believes that selling is more difficult today than it was in the past. That’s despite all the technological advances that have made a salesperson’s just easier in other ways.

To become an elite sales professional, I highly recommend The Only Sales Guide You’ll Ever Need.

I have had the chance to talk with Iannarino on a couple occasions. His brain is packed with sales knowledge and experience. The sales world is fortunate that he finally decided to put that knowledge in a tidy, organized book that delivers amazing value.

Jeff Beals shows you how to find better prospects, close more deals and capture greater market share.  Jeff is an international award-winning author, sought-after keynote speaker, and accomplished sales consultant. A frequent media guest, Jeff has been featured in Investor’s Business Daily, USA Today, Men’s Health, Chicago Tribune and The New York Times.”

Here’s Why Should You Choose Jeff Beals as Your Next Speaker:

“Jeff Beals has presented four different topics at five of our internal events in 2016. At each event, the audience of commercial real estate principals and agents was completely engaged and motivated the entire time. Jeff facilitates his training sessions in such a way that each member of the audience was able to relate and understand how to apply it every day in the field. Jeff is brilliant, and we have hired him to continue speaking at our events in 2017!” – Lindsay Fierro, Senior Vice President, NAI Global, New York, NY

“Your workshop was a huge experience for our attendees by giving them the opportunity to improve their work in the critical environment in which we are living today. Your talent as a speaker and your qualities as a person made the difference during your time with us. I would certainly recommend you to anyone who asks.” – Ana Paula Costa, Educational Planner, Febracorp, Sao Paulo, Brazil

I’m in Phoenix and had breakfast earlier this morning with our semi-retired sales representative who is doing some continued work for us here.  He attended your sales meeting last week and told me that in 43 years of selling, you were the best he had ever heard.  Thanks for a great experience.” – Drew Vogel, President & CEO, Diamond Vogel Paints, Orange City, IA

“Our corporate partnership team had great takeaways regarding how to network smarter while also understanding the importance of our personal brand to current and prospective partners. Jeff does a great job weaving in real-world examples and how you can apply his teachings to growing your business and building long-term partnerships.” – Jason Booker, Senior Director of Corporate Sponsorships, The Kansas City Royals Major League Baseball Team

+1-402-917-5730

info@jeffbeals.com

How to Survive the Coming Population Implosion

By Jeff Beals

“Previous generations feared a population explosion. But for today’s global economy, the problem is just the opposite. Falling fertility rates and aging work forces will plague the developed world.”

That quote came from a recent series of articles in the Wall Street Journal entitled, “Demographic Destiny 2050,” which examined the sweeping changes affecting how people will live and work in the next few decades.

The wave of demographic change is already upon us and it’s building momentum.  It will have a profound effect on how each of us does our jobs and how we operate businesses.

According to the series, next year will be the first time since 1950 that the combined working age of the world’s advanced economies will decline. It will drop even more by 2050. Meanwhile, the portion of the population over age 65 will skyrocket.

Why is this demographic change occurring? Longer lifespans and declining fertility.

All of this leads to two problems that both put downward pressure on economic growth: not enough skilled workers are available to fill the most needed jobs; and the number of customers is declining.

The total population will still increase thanks to greater longevity, but as the population grows older, customers may actually become scarcer.  An older population tends to save and invest more money rather than spending it on houses, cars and consumer goods. Young adults with children spend a lot more on “stuff” than old people do.  The things older people do purchase are more likely to be services including health care.

As employees become scarce, customers grow older and population growth stagnates, we could see a number of manifestations:

  • Both manufacturing and service-based jobs are going to become increasingly automated. Will we someday have fast-food restaurants staffed by robots? If so, there’s a higher likelihood your order will be processed accurately but what if the “chef” gets a computer virus?!!?
  • An older population will become more affluent, so the market for higher-end goods and services could grow.  Affluent people (both young and old) are showing more interest in experiences rather than material objects. Memories of a great experience last a lifetime while material objects are eventually thrown away.
  • Workers will be older in the next few decades.  One of the articles in the Wall Street Journal series highlighted a senior citizen in Japan who works in a physically demanding job. He is able to lift as much as a man half his age thanks to a special device that supports his back and electronically monitors his muscle movements. Moving forward, there will be a lot of money to be made selling products that help people work into their golden years.

What impacts will the demographic changes have on sales leaders and their staffs?

  • It will be more important than ever to determine exactly what your customer values and exactly what problems they need solved. The successful seller will be the one who provides the exact solution as quickly as possible.
  • We must be prepared to deal with increasingly diverse customers and not just racial/ethnic diversity. Your customers will be older in the future. They might not have the same professional backgrounds that your typical customers have now thanks to a wide-ranging and fast-changing economy. Additionally, more companies will find themselves doing business internationally than was traditionally the case.
  • Sales cycles will continue to speed up. The demographic wave coupled with galloping technological advances will cause customers to expect answers quickly and products/services fulfilled immediately.

There’s pretty much nothing we can do to stop the demographic wave. Some countries are trying by financially incentivizing people to have kids. China even rolled back its decades-old “one child” rule, but all of that does not seem to be making much of a dent.

There appears to be a direct relationship between affluence/education and lower fertility/longer lives. Meanwhile, technology advances rapidly.

It can be stressful, but there is much opportunity in a changing economy. We just need to keep our eyes and our minds perpetually open.

Jeff Beals is a professional speaker, sales consultant and award-winning author, who helps professionals enjoy greater success through effective sales, marketing and personal branding techniques. He delivers energetic and humorous keynote speeches and workshops to audiences worldwide. To discuss booking a presentation, go to JeffBeals.com or email at info@jeffbeals.com or call us at (402) 637-9300.

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